What You Get

The marriage of your company’s Revenue Strategy and Salesforce.Com will behave and act as an Account Planning System (APS). CRM becomes a subset component of the more comprehensive nature of a system designed to do the following:

  • A full information suite wrapped into a simple, effective and empowering user experience
  • Reporting and Dashboard snapshots providing accurate, concise and actionable insights designed specifically to enhance and maximize performance of all revenue impacting functions.
  • Identification and validation of the various types of opportunities…New client Acquisition, Existing Client Retention and Existing Client Upgrade (or appropriate data points for your specific business)
  • Opportunity tracking adhering to an objective, clearly defined process which will provide insights with respect to but not limited to:
    • Opportunity Status with clear indication of Next Steps
    • Stage Durations
    • Pipeline aging analysis through user selected filters
  • Data transparency with respect to:
    • Client objectives
    • Client qualification
    • Actions Taken
    • Actions Planned
  • Capture data speaking to the specifics of the Client and the Opportunity(s):
    • Example(but not limited to) –
    • Influencing Contacts and their respective roles
    • Product mix
    • Revenue by product
    • Opportunity and Stage aging
    • Activities moving the Opportunity through the process
    • Company profile and characteristics contributing to effective targeting analysis
  • Trigger Point KPI’s allowing for the tracking and identification of specific steps in the process that can be improved on both an individual and collective basis in terms of duration, quality of execution
  • Activity tracking and quantitative scoring providing quantitative analysis of the quantity and quality of the activities moving Opportunities through the related process of the specific transaction. This also provides a time investment score on executive activity, client acquisition and retention.
  • System design, established rules of engagement and training that drives compliance and data integrity.